Tag - Sales Skills

BECOME THE EXPERT

Do you have the skills that will make you massively successful? Are you making the most of them? The people who are compensated the best in life are highly skilled and highly specialized. They perform few functions, but the ones they do are performed exceedingly well, and they are paid handsomely for performing them.Let me share an example. When...

THE TWO C’S OF OBJECTION HANDLING

The two Cs of objection handling:1. CommunicationWhen we look at our ability to communicate at the Champion Agent level, we need to evaluate our verbal, vocal, and visual communication skills. The vocal and visual are the most powerful when dealing with objections.Verbal: These are the actual words and phrases you use to communicate to people. The words really don’t...

INCREASING YOUR SLICE OF THE MARKET

There is nothing that attracts business more easily than dominant market share. When you have increased your slice of the pie to the point that it dwarfs your competition, the prospects begin to seek you out.I coach an agent on the east coast who, in the two towns she dominates, single handedly sells more homes than the number two...

OVERCOMING CALL RELUCTANCE

We are all faced with call reluctance at one time or another in our sales careers. We all know that we need to prospect and make calls daily to generate new business. However, knowing and doing can be two entirely different things. The fear of calling can be a career ender for many sales people.Let’s take a look at...

ACQUIRING KNOWLEDGE ABOUT YOUR MARKETPLACE

Think of your marketplace as your playing field, not unlike an athlete views a football field, basketball court, or hockey rink. The better you know every inch of that playing field, the more you can exploit it to your advantage.Before I became a real estate agent, in my early twenties, I was a racquetball professional. I played hundreds of...

FOUR STEPS TO A GREAT LISTING PRESENTATION DELIVERY

The solution is to plan what you are going to say beforehand, so that during the presentation you can focus on language, tonality, and the following four steps to a great delivery.Step 1: ConvictionWebster defines conviction as “a fixed or firm belief.” I’d add that there is nothing more compelling than conviction. Your belief that you can get the...

ACQUIRING THE MOST IMPORTANT SKILL OF ALL

The single most important skill for a Real Estate Agent is sales-ability. No matter where you are in your real estate career, decide right now to master the skills of selling in order to fuel your success.It’s hard to believe, but it’s true, that more than 95% of Agents lack top-level real estate sales skills. The reason I know...

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